On today’s Reach, Dan Parscale speaks with Garrett Jackson, Manager of Digital Services at Audigy. Garrett and Dan discuss Facebook and address the elephant in the room — is Facebook really helping me grow my practice?
DAN PARSCALE: Welcome to Reach, a podcast for audiologists, ENTs, and other hearing care professionals who want to reach more patients and maximize their marketing potential. My name is Dan, and each week I’ll bring you interviews from industry experts who are specialized in marketing to the hearing care industry. Reach is a production of the Attainable Podcast Network. Visit attainable.fm for more information or to access a transcript of each show.
Today on Reach, we have Garrett Jackson, our manager of digital services at Audigy. We’re going to be taking a deep look at Facebook and help you figure out what works and what might get you off track. We’ll also give you some helpful hints on how to make it easy for your practice.
Welcome back to Reach, Garrett. Long time, no see.
GARRETT JACKSON: Thanks, Dan. It’s nice to be here again. I’m sorry I constantly take over the studio. It’s just–
DAN PARSCALE: No, no, no. You’re a VIP of the podcast room here at Audigy.
GARRETT JACKSON: I just really appreciate having a microphone and having a chance to talk. You guys are swell.
DAN PARSCALE: Well, were going to talk today quite a bit about something that I know that as digital marketers we’re passionate about, and we’re going to be kind of aggressive towards Facebook. We’re going to put it on trial.
I know a lot of people assume that Facebook is an absolute must for their digital marketing strategy, and a lot of those same people also hate doing it or they think it’s like simultaneously a waste of their time. They have to do it but it’s not getting them anywhere. We want to put Facebook to task today and kind of figure out which side of those is true or if they’re both true. And this is really sounding serious isn’t it? It’s not like 12 Angry Men, but.
GARRETT JACKSON: Yeah, I’m worried that Mark Zuckerberg is going to listen to this and be like man he’s just not doing me a good favor with this, not really defending it well. But yeah.
DAN PARSCALE: But if you are, Zuck, we want you on the show next week.
GARRETT JACKSON: Oh Yeah. Come on down. Yeah, so let’s just start out with answering that question, because we get that a lot. Just why am I doing this? Is it really important to my business? And is it as dumb as I think it is? And to be fair, based on the number of cat videos I’ve seen on Facebook, yeah it is pretty dumb, not that I don’t like cats. I don’t want to make that claim either.
DAN PARSCALE: The cats thank you.
GARRETT JACKSON: The cats are great. But I do think that you kind of already alluded to this, which is just Facebook can be both good or bad for your business. And I think a lot of it comes down to how comfortable you feel or how comfortable your staff feels about posting on Facebook and understanding what content is worth engaging with and what content’s not. So let’s start first with just talking about why are people on Facebook. Dan why did you join Facebook?
DAN PARSCALE: Well, at the time it was cool, so that’s why I joined. But the thing that really kept me around as the years went on is it became an aggregator for me. I almost forget that I have bookmarks saved in my Chrome anymore, because I don’t go to websites. More often I search through my feed, and it’s an easy way for me to digest a lot of stuff from a lot of different sources. So that’s my primary reason. It’s no longer quite as cool, but hey, I’m in my mid-30s, so that’s my lot in life.
GARRETT JACKSON: Yeah. Totally. Definitely aggregates all that information. I know for me, I joined because I had just come back from Peru and everyone was using this newfangled thing called Facebook. And all my friends were on it, and they were talking about my wall and how people were going to want to write on my wall. And I realized I was missing out on this conversation that apparently people were having out there. And they were my friends that were on there.
So I got on, connected with my friends, and started building a network and started seeing what they were talking about, what they were posting about, what they were engaging with. And then slowly over time, family members, friends from high school, people I didn’t even know remembered me at all, you start connecting with all these people. And I think that’s the first and foremost thing to remember is that we all started out with Facebook because of the people that we know. We didn’t try and follow businesses or like pages or anything like that from the beginning or at least I know I didn’t. I didn’t really care about following.
DAN PARSCALE: I think in the initial days, there weren’t even business pages. It was just, I mean go far enough back and it was students at a college, right?
GARRETT JACKSON: Yeah it’s about networks, it’s about people, and it’s about sharing what you’re interested in with those people. And so the people that you tended to follow were the people that you know and you get along with so their content was interesting to you. It was engaging. And so that’s how they got their users to show up online.
So the guys at Facebook, what their goal is to show how many people are logged into our website. So the easiest way to do that is to start building a huge network. It’s like the greatest multi-level marketing scheme that’s ever happened is getting everyone to add all their friends on Facebook and get everyone to join. And they’re able to say, look we have millions of users. We have 2 million users. We have a billion people on this site now that all turn here to find information from their friends, from their family and engage with what they’re talking about.
So the reason I bring this up is because I think it’s foundational to what you do on Facebook. No one cares that you have a business page. Everyone has a business page. And most of them, I would say 95% of the business pages that are out there are no good. They just aren’t. What they did is they were told to have a Facebook page, they went, they added some photos, they wrote a couple of messages, they told everyone in their network hey, we have a Facebook page. Go and like us on Facebook without understanding why anyone should like them in the first place. And they forgot about what the base, what the foundation of this was.
DAN PARSCALE: Yeah, I agree. When you say that last little bit you were talking about with go and like us on our page. There is a point where I realized that people were using the word like, which colloquially always means enjoy or appreciate or whatever. But they were actually meaning like plus one us, or add to our revenue stream, basically.
But yeah. So along the way people lost the idea that they needed to use this as an outlet to provide something that was useful or engaging or entertaining or something that provided added value to the followers or your potential patients, let’s just say.
So one of the questions that I get asked almost all the time about this is what kind of stuff should I be posting? And I think that that’s a fair question, because it’s obviously the holy grail of questions for Facebook. What do you post to get people engaged? But I think it’s also kind of a misled question, too, because there’s not always going to be like some golden answer to that, right? I mean how do you respond to that question?
GARRETT JACKSON: Before you do anything, before you start talking about what kind of content you should post is what is your goal? And you start there, so my goal on Facebook if I was a business owner would be to create a conversation around whatever goods and services or products I sell.
So in our industry, I want to talk about hearing, and I want to talk about hearing, how it impacts my community, how it impacts my life, how it impacts my patients’ lives and what they can do through hearing to be able to have a better life. So that’s your base message that you’re looking at. So now the question is, now within that spectrum what kind of content is actually going to add value or engage with people? So me maybe posting really interesting studies that I read about and I just post them up on my Facebook page and say, hey everybody there’s this new study that’s out.
Well my audience is 300 likes. I have that many people following me. None of them really care about that data. They don’t care about the new study. But maybe the study implies that there’s a lot of household noises or maybe your lawnmower is particularly loud and can potentially cause damage to your hearing. Now you’ve made that interesting topic of yours applicable to my real life and made me ask you a question about what do I do day to day that might be impacting my hearing? So now you’ve connected yourself like you would have as a friend in saying, hey friend, I know that you’re interested in these things. Here’s something that I know that might be applicable to your interests.
So that’s the kind of gap we have to bridge. If I was on Facebook in the early days, my friends were posting about music that I liked or movies that I liked, and so that was relevant to me. It was meaningful. I knew that they had my best interests at heart. In order to be a relevant page on Facebook or a relevant business, you have to figure out what do your patients care about? What do the people in the community care about?
And maybe you have a very engaged marching band in your town and everyone cares about that marching band. Well, wouldn’t they care if their kids needed to be wearing earplugs during concerts or to think about maybe having the drummer sit a little bit further away from the rest of the band so it’s not deafening and causing damage. So finding ways to connect with people through your topic is the key to any sort of content you develop. So that’s where I would tell everyone to start is think about the community. Think about the people that are following your page and what you can do to connect with their needs, their interests, and their intent.
DAN PARSCALE: One of the things I noticed while you were going through this list of things that could motivate the kind of content you’re putting is you didn’t include lead generation on there. And that makes me wonder what kinds of things, really, what kind of questions do you ask yourself if you want to find out the motivation behind the content that’s going to work for your brand.
GARRETT JACKSON: With Facebook, you’re not necessarily looking to just drive in tons of people that have never heard of you before. That’s not necessarily the place to find that. What you’re trying to do is find ways to be able to make the lives of the people that follow you better and be able to connect them with that content. So if in any way you’re able to give them the tools that they need to enable their lives to be better, to improve it, to fix it, to help them out, that’s what you’re there for and that’s where you start building connections.
That’s where you start building momentum. It’s not in people just searching on Facebook for hearing aid practices and looking at yours and being like I bet they’re interesting. The place where you make the biggest impact is by convincing someone that you are their help, you are their aide, you’re their guide through a specific area, specific interest, and that you can help them through that. As they start to like, comment, and share on what you are giving them, their friends and family see that they are listening to you, that they care about what you’re talking about. And instantly you’re using that relationship that person has with the person that likes your page as a way to build a relationship with someone that’s not there.
So it is lead generation but it’s not in a way where we’re trying to get in front of these people we’ve never talked to you before. What we’re trying to do is build even more trust with the people that know us, breed more familiarity with them. And through those social networks more and more people start to get to know our brand, our presence, and what we stand for.
DAN PARSCALE: So we all start with the content that we’re going to be posting, but it only goes to the people who have liked your page. And I know that some of our members struggle with having very few likes on their page. They think of that as a really big problem and understandably so, too, because there’s obviously a lot of content that gets posted that is never seen by anyone. So you kind of get this worry about like am I just tossing my time and therefore money into the garbage with that? Where I’m going with this is what do you really have to do to get more followers in the first place, and how much of your strategy should be focused on that?
GARRETT JACKSON: When people talk about likes, it just reminds me of high school so much. I mean, especially the business pages. I don’t think people talk about how many friends they have on Facebook. It’s not like, I’ve got 500 friends. You don’t really hear that. Maybe you heard it when it was first coming out. It was kind of a cool thing to have a lot of friends. But I feel like it’s just a cool kid conversation when it comes to likes. Yeah, I only have 500 likes. I see this other guy has 12,000 likes. How do I do that? Like the cool kid example, because in trying to become the cool kid it usually doesn’t work out that way. So by trying–
DAN PARSCALE: Didn’t for me.
GARRETT JACKSON: I know. Me either. I’m speaking from experience here. That cool kid thing never really panned out. But I think you have to identify yourself and be clear on who you are as a presence online. So by trying to get to 12,000 likes, I’ve seen people get to 12,000 likes by telling everyone, hey enter into this contest and like our page. And when you do that, we’ll give you this free thing.
Well how did you build that relationship with them? Was it because of the content that you were sharing with them? Did they find any value in what you were saying? Or did they do that because they thought they would get that $25 gift certificate to Applebee’s? How long do you think they’re going to stick around when they start seeing your content in the news feed? How long do you think they’re going to stick around as far as recommending you to friends and family? That’s not going to happen.
So would it be better to have 12,000 followers that are local businesses that all shared likes with each other in order to boost the number of likes that they had? That doesn’t improve anything. It doesn’t build relationships. The thing that we need to focus on is if you have 50 followers on your Facebook page and those 50 followers love what you’re posting, they like, they comment, and they share. And they write back to you, back and forth, and you respond back to them and you’re engaged with them.
Those 50 people, let’s say they each have 100 friends, you’ve just now got to 5,000 people. That’s how big your reach is and expands bigger and bigger from there. If you have 12,000 people that follow your page and none of them like or engage with that content, and you’re just pushing out the same stuff over and over again, no one engages with that. Your reach is going to be even more limited than what those guys were achieving. So you will see likes grow organically, and it is a good metric to look at long term.
Last year if I was at 50 and I doubled that number in a year, good for you. But as long as those likes are genuine relationships that you’re building and not just things that you’re trying to take advantage of like local businesses that are sharing likes or through necessarily just a contest to try and drive people in.
Contests can be helpful if you do it once, then you build good content that shows them that they need to partner with you, that you need to talk to them. But it’s not a lasting thing. You need to prove yourself, and I think the best way to do that is through those existing friends and family relationships.
DAN PARSCALE: Again pointing out what you didn’t say in there. I think that a lot of the times people are interested in going viral. That’s been the buzzword forever. And as soon as I hear that, I get this like flash in front of my eyes of like cat videos, and I don’t know what else. But you’re not saying that that’s the way to go with things.
GARRETT JACKSON: We all want to go viral, which is something we probably wouldn’t have said 10 years ago. It had a different meaning back then. But when we talk about content just taking off like that, millions of people following and liking it, that’s going to be very rare. And I would say within our membership that’s not something we should be really focused on. If you hit a home run, like great for you. But I think the most important thing is the difference between being viral and being meaningful. If you look at a lot of those pages where people have done something completely viral and gotten a ton of attention, you can see after a few months it starts to decline. And that’s just what happens, because they’re interesting. Whether that dress was blue and black or gold and white, that’s what the colors were right?
DAN PARSCALE: I still never saw them.
GARRETT JACKSON: Well anyways, the dress. Everyone talked about that for a couple of weeks, and then it slowly disappeared. Might have come up in a party here and there, but people lost interest and they moved on. And that’s what viral content is meant to do. It’s supposed to get a ton of hits, and then it’s supposed to disappear afterwards not by their own intent but that’s just the way we work as a society, especially online. But the more important thing is becoming meaningful. I like to think of that guide that you have that’s there, that friend that can point you in the right direction. If you know that there’s a page that’s out there that’s going to give you great advice that’s going to continue to tell you where you should go, what you should do, that becomes an asset to you. And it makes a difference in your life. It becomes indispensable.
So would you rather become a fleeting, amazing, hyperactive moment in time on the internet, or would you rather become something that people can’t live without. And to me as a marketer, I would always pick B. No matter how much attention you would get from what you were doing on the viral front, becoming meaningful in people’s lives in the end is not only going to mean more business for you, but it’s going to breed better goodwill towards your brand, towards what you’re trying to establish and what you’re trying to build as an enterprise.
DAN PARSCALE: You know what’s going through my head right now? This might be a little bit of a stretch, but you know the band OK Go?
GARRETT JACKSON: Yeah.
DAN PARSCALE: So I’ve never heard an OK Go album in my life or even really heard one of their songs except for when they release a new music video, which I always watch. And I’m thinking about that. So if you haven’t seen these, by the way, these guys have incredible music videos that almost always go viral because they’re highly intricate and really, really entertaining to watch. Full disclosure. I’m not as excited about their music, but the point being that their product is their music and that’s what they want you to invest in with dollars when you go out and buy their album on iTunes for instance. But the reason that they got my attention is for their music video. So imagine that you transfer that same thing to your brand, now. If you’re selling hearing aids, for instance, but you only get my attention because of you know that I like to look at pictures of pizza toppings, I’m only going to associate you with pizza toppings. And then I’m never going to actually come to you for your real product. Maybe I got a little bit esoteric there, but do you think that correlates?
GARRETT JACKSON: No, I completely agree. I mean, it needs to be relevant. It’s great to look at whatever fad or thing that’s trending right now online and try and copy that or pull that into your practice, but it’s not necessarily going to speak to what you do. One thing that I have seen more or less go viral on our members’ sites, and I can’t even say necessarily viral on their Facebook pages has been content like a child hearing for the first time.
DAN PARSCALE: That’s a great one. GARRETT JACKSON: That is something that people immediately connect with, because the thought of your child not being able to hear your voice and then the look on their faces. I’ve watched a lot of those videos and every time it’s very moving. And you know we’re not trying to capitalize on that. What we want to do is show moments like that, because then what people ask themselves when they see that kind of video is I haven’t been appreciating sound. Have I been listening to that person that’s in my life, my loved one or family member that I haven’t been listening to. Am I neglecting them by not treating my hearing loss? And start asking those questions.
So if the content can apply to the product or the service like you’re saying, I think that if you’re able to find something that is deeply moving, deeply connecting, then it’s perfectly relevant.
DAN PARSCALE: Yeah. It doesn’t have to be unemotional to be appropriate for your brand. And brands don’t have to be unemotional, either. They just have to be on brand, I guess is the best way I can put it, with their emotions.
GARRETT JACKSON: Yeah, and I think that everything from taking a picture at a patient’s recent wedding where they were able to hear or at an event where they were able to play on stage like maybe like a graduation and they did their final solo and like their jazz band and they’re wearing musician monitors or something like that. I mean, tying it into a meaningful moment is what’s going to make a difference. And I also want to be careful, too, because I’m not trying to say it needs to be emotional every single time. It doesn’t need to be. You just need to be able to find a way to make it meaningful for them and be able to find a way to enable them to achieve more than what they were able to do before they encountered you and your brand and your message than they were after.
DAN PARSCALE: All right, Garrett, we are going to go into our lightning round now. And this is something new to the show. You might have heard it on one of the last episodes. We’re going to be giving you some of rapid-fire questions that came from our listeners, and we want you to give them an equally rapid-fire response.
GARRETT JACKSON: All right.
DAN PARSCALE: And it’s going to be super fun.
GARRETT JACKSON: Oh cool. Sounds super fun. Let’s do it.
DAN PARSCALE: Here’s your first one. As far as social media, what type of results should we be hoping for on something like Facebook Ads? I think this is a great way to bring in the fact that you do have to use ads to guarantee exposure.
GARRETT JACKSON: Yes. Facebook, they’re inundated with tons of posts. And so what they have to determine is based on your preferences, the things you read, the things you don’t, the things you save, the things you like, share, comment. Based on those interactions, they’re able to identify what type of content they think you’re going to be most interested in.
So if they see that you’re not really interacting with business pages at all, it’s not very likely that they’re going to serve up a lot of business page content to those people. So they do have to kind of filter through that. And one of the ways to get on top of that or to get your message out is through Facebook Advertising. Now Facebook Ads can take a lot of different forms and can have a lot of different goals and objectives.
So from that question from a Reach listener, I think it’s really important to point out that before you figure out what to expect from a Facebook Ad campaign, you need to figure out what do you want to see from a Facebook campaign. And let me give you some options.
So you could be looking at doing everything from boosting your blog posts. So if you’re really big on having strong blog posts that people love to read, are very interested in and that’s where you want to focus your energy. You can pay through Facebook to have those boosted and basically moved up higher into people’s news feed and shown more frequently. So you have higher exposure. You’re able to reach more people. So that’s one way that you can use Facebook Advertising.
The other way is you can do it through lead generation, which when you pay for those type of Facebook Ads, it will pay to show some content on Facebook’s news feed, on people’s news feed. And when they click on that, it takes them directly to a form to fill out or directly to a place to be able to contact the practice. So that’s another objective. Obviously, what we would like to see are conversions. Or are people making a phone call or submitting a form or asking for an appointment? That would usually take the form of maybe a free hearing screening or something like that.
There’s other areas that you can look at for Facebook Advertising, including Facebook Like Campaigns in order to drive more people to like your page or notice that it’s there. And so first, I would just say first determine what do you want to get out of your Facebook page? And then Facebook Advertising has a number of ways to be able to achieve that.
And one of the things I think is really helpful is that if you are creating this good of content, you want to be able to reach more people. And Facebook Ads lets you do segmentation within the audience, so much more clearly defined than almost any other platform that I’ve seen.
So on Facebook you can do everything from, say, I only want to target people that have recently moved into a home to I want to target people who like these specific topics. Facebook uses all your information. I guess this is a spoiler for those of you that don’t know. But Facebook uses all the things that you post and that you write about and it uses that to sell you stuff, which is how they’re in business.
There’s a number of factors that Facebook can look at for each individual you’re trying to market to, even just down to who you’re friends with and if those friends like your page. That’s a really easy way for you to be able to reach more of your liked fans, their friends, and their family, which is probably your best target market for trying to get attention by reaching them. And Facebook advertising allows you to achieve that and to reach those people more easily.
Our internal paid search team that’s here, they do an incredible job with the Facebook campaigns. Before starting the campaign, they would give you an idea of what our benchmarks are for each particular objective, and then based on that, they would set out a target. So if you set a budget at $1,000 like you’re talking about, they would be able to come back and say what you should be able to anticipate or what they would hope to achieve during the time that you’re on the program.
And, absolutely, we want to make sure that you are meeting those objectives, that you’re meeting those targets, but I think for the purposes of this first I would just focus on what are you trying to achieve with this. I mean, don’t just pay for Facebook Advertising if you don’t have an objective. Do it because you’re ready to start investing time and energy into creating content that’s going to be relevant for people, because that’s how you’re really going to start reaching your community. That’s really how you’re going to reach beyond the existing patients and find a whole group of new patients that are looking for the services but they don’t know where to turn to.
DAN PARSCALE: One thing that I would like to clarify for our listeners but also for myself. We frequently say what are your goals on this show and to our membership, too. What are some examples of goals that you could have? So for instance, we’ve talked about you could have a campaign to get more likes for your Facebook page. I think that makes a lot of sense to people. Maybe another one might be you want to get traffic to a blog post that you just wrote because you know that it’s converting well once people land on your website. What are some other examples of things that might be good goals, short term or long term on Facebook?
GARRETT JACKSON: I would first focus on like a campaign-level type goal. So for the sake of this example, let’s say I’m really into fitting people with in-ear monitors and musician plugs. And that’s something that’s really important to me as a business owner, and I would like to make that more prominent. So there’s your first goal.
And then what you would do is work with your SBU and determine what you want to hit as far as targets, work with your marketing manager to try and figure out how much more attention you want to drive to this, and then you’re able to turn to the tactics. So once you have the business objective aligned, then you take all those tactics and you figure out what is going to be the most effective way to reach people. Is dropping a direct mail to the entire region and telling everyone about musician plugs going to be very targeted? Probably not. I mean, you would definitely hit a lot of people, but I don’t think that everyone is going to be in the market for that.
So what is the best way to reach those people? May you do a Facebook Ad campaign that’s targeted to people that like pages that have to do with amps or music or guitars or something like that. Now you’re starting to narrow your audience down to people that might be more in the mindset or the market or even of the interest of that field that you’re looking at. So through Facebook you’re able to narrow that down.
So you start with a business objective, you look at the tactics, find the easiest way to narrow that down. And I will say, digital marketing is the most effective way to narrow that audience. No matter what you do in print, and print is still relevant, it’s still important. But you can’t narrow that, you can’t tighten that gap to find those specific people and make sure your message matches what people are looking for as well as you can in digital.
And the reason we can in digital is because so many people like to talk about themselves on Facebook and share what they like and what they’re interested in, which is great. It means a world to us as marketers. Doesn’t mean a lot for your privacy, but it does help us be more effective in connecting you with things you might be interested in.
DAN PARSCALE: How much time should I spend posting on Facebook each week?
GARRETT JACKSON: Great question. What I would say is not focus on every week. Instead, what I would do is take one day of the month, take a couple of hours, write out all of your post content for the entire month and then schedule it. So that way you’re taking two hours of the month, you have it all planned out, and you’re good to go.
DAN PARSCALE: Do I need to assign someone to post on my page for me?
GARRETT JACKSON: We recommend that you assign someone in your office to be in charge of it, and I would say find someone who loves social media. If you give it to someone and just tell them to do it, they’re not going to like it. But if you find someone that enjoys being on social media, that’s exactly who you want to have posting on your behalf.
DAN PARSCALE: Garrett, what’s the best way to get likes?
GARRETT JACKSON: Oh Dan. You’re still trying to be the cool kid. The best way to get likes, I would take this offline. Talk to your patients when they’re in the office, especially those that come in frequently. Ask them if they’re on Facebook, and let them know that you have a page that’s a resource to them where you share insights about what’s going on with hearing, useful information for them, and that you would love to be able to share that with them going forward. That’s the easiest way to get likes.
DAN PARSCALE: What are your thoughts on Facebook Live, and is it worth my time?
GARRETT JACKSON: Facebook Live is great, especially if you’re doing events. Anyone that does a consumer education seminar, anyone that wants to explain a simple process that a patient can do on their own, or take some time to explain something specifically about hearing, I think it’s a great way to use time and how do you engage your patients. But seminars are a great way to do it, or even to show a brief clip of your patient appreciation event. It’s a nice way to connect with those people.
DAN PARSCALE: Do be careful, though, if you do that not to have any accidental HIPAA slips by identifying your patients.
GARRETT JACKSON: That’s true.
DAN PARSCALE: All right, Garrett, we’ve reached that point in the show that you’re already familiar with. We’re going to ask you for your top three takeaways on Facebook.
GARRETT JACKSON: Yeah, of course. So first, remember why you joined Facebook in the first place. It wasn’t about businesses. It wasn’t about all those things that are there now, it’s because of the friends and the networks that you have amongst people that you know. So remember when you’re trying to market on Facebook, it’s about engaging those people.
Second, it’s the difference between being meaningful and being viral. Viral is short lived, so don’t try and focus on that. Meaningful is about becoming essential to the people that follow your page.
Third, because there’s so much content on Facebook, the easiest way to be able to get above the rest of the messages that are out there is to use Facebook advertising to cut through the clutter and to stand out.
DAN PARSCALE: All right. I think that with those three tips in hand, our members are going to be masters of Facebook in no time. So thank you again, Garrett, for being on the show. We can’t wait to have you back on again.
GARRETT JACKSON: Thanks so much. I’ve had a great time.